We do business with people we like. We hire people we like. We develop stronger relationships with people we like. There is a great tendency for a business proposition to fall through the cracks if the person presenting it is not liked by the one to whom it is being presented. No matter how well packaged the deal is, it may never see the light of day if the persona of the presenter is repulsive.

One of the great tips in sales is that the salesperson must strive to be liked by the customer. People buy into you first before they buy into your products or whatever you are offering. You can be smart, say the right things and yet be unable to close the deal because the decision maker does not like you.

People buy into you before they buy into your product or what you have to offer. Share on X

Why do some people enter the room and everyone seems to like them even when we neither know them nor have they even opened their mouth to speak? And why do we tend to be repulsed or put off by certain people even when we don’t know them? It has often been said that some people have a positive aura while some have a negative aura.

Being likeable or increasing your likeability quotient is something everyone can work on. You will get better results if people you deal with like you. Life will be more difficult if people don’t like you. They will close doors in your face and there will be more ‘Nos’ than ‘Yes’.

To grow your likeability quotient:

1. Smile

Smile more often. Smile when you enter the room. Smile during interviews. Smile when you answer calls—the person at the other end ‘feels’ it. Let the smile be genuine and not just a plastic smirk on your face. People assume those who smile are pleasant and easy to deal with. Don’t enter a room with a scowl. 

Sometimes, the difference between a 'Yes' and a 'No' is how you make people feel about you. Share on X

2. Reflect optimism in your discussion

Stop being negative even if the other person is. Have a positive mental attitude. Look for the bright side of things. Be confident. Speak clearly. Communicate effectively. 

3. Listen actively

When discussing, listen actively. Be present. Don’t play or fiddle with your phone. Concentrate. Look directly at the client but don’t stare. Connect in such a way that you respond to the other party immediately. Don’t interrupt. Nod periodically to affirm your attentiveness. 

4. Use humour

Be witty without being a clown. Read the room correctly before deploying humour. No coarse jokes. Avoid self-deprecating humour during first visits or interviews. Turn on your charm. 

You may have the right product and the right words, but the wrong impression can still close the door. Share on X

5. Dress appropriately 

People judge the book by its cover without reading its contents. Dress well. Look the part. Don’t overdress. Smell nice. Look at their brand colours and follow suit.

6. Behave wisely

Understand protocols. Don’t sit without being asked to do so; otherwise you can be perceived as arrogant. Every workplace has its culture. Observe and obey the culture of that place. If they refer to themselves on a last-name basis, don’t refer to anyone on a first-name basis.

Being liked is important to your growth.